依存を抱えた主権の獲得

2026年7月16日、Noetra株式会社とNVIDIAは、国産のマルチモーダル基盤モデル開発に向けた国家規模のAI計算基盤を立ち上げると発表しました。Noetraは、ソニーグループ、ソフトバンク、NEC、ホンダの4社を中核に、IT、製造、素材、建設、モビリティ、金融、通信など国内大手44社が出資する基盤モデル開発企業です。経済産業省の大型事業(FRONTiaプロジェクト)の下、総額一兆円で初年度は3,873億円が投じられ、フィジカルAI向けで世界初を謳う国家規模のAIインフラの整備を進めます。この中核となるNVIDIA Vera Rubin AIファクトリーは、国内の代表的なAI計算基盤ABCI 3.0と比べて理論上のAI性能(FP8)で少なくとも30倍を超え、2027年4月から構築を開始、2028年6月の稼働を予定しています。規模感を示すと、運用よりも構築への配分が大きい初年度投資額だけでも、2025年の国内AIインフラ支出額の半分を上回る規模に相当します(IDC Worldwide Quarterly AI Infrastructure Tracker 2026Q1 Release)。

この基盤で開発されるのは、フィジカルAI向けの基盤モデルです。そのフィジカルAIが現実世界と接するインターフェースの一つが、ロボティクスです。昨今はヒューマノイドが注目されがちですが、ITの観点で本質的なのは、多様なロボティクス技術やエッジをつなぎ、最適化し、そこから得たデータを判断へと束ねることにあります。そこには産業競争力に寄与する大きな機会が広がり、具体化はこの基盤で何を生み出せるかにかかっています。

この発表に対し「世界初・国産・オールジャパン」と讃えるのも、「一社への依存」と切り捨てるのも本質を外しています。本件では、日本はフィジカルAI基盤の開発における計算の主権を外部に預け、計算とアーキテクチャの最先端はNVIDIAが担います。一方、民間44社がNoetraへ薄く資本参加し、現場データと実証フィールドを持ち寄り、日本は現場データとモデルの所有権を持とうとしています。純然たる自立でも従属でもない、依存を抱えた主権の先に、日本の挑戦があります。ただし、技術の利用が一層の依存となる場合も考えられます。与えられた枠組みに乗るだけでなく、どのように関係を構築していけるかも日本に問われていきます。さらに、主権の配分よりも成否に関わる肝心な問いは、この体制で本当に使えるものが作れるかどうかにあります。

肝心なのは「主権」ではなく「実行」

そこで、ここから先は実行にあたって現実を見る必要があります。国産基盤モデルSarashinaの主導者が経営を担い、同様にPLaMoを開発したプリファードネットワークスの経営者が共同研究開発の統括責任者としてモデル開発を率い、同社エンジニアが出向して実働することで経営と技術統括の両輪を担います。日本で基盤モデルをスクラッチで作れる希少な人材が指揮系統の中枢に入ることで、技術的な実行力が裏打ちされます。

一方でリスクもこの体制にあります。この基盤は、44社が自社の現場データを持ち寄って初めて動きます。しかし、各社にとって現場データは機密情報であり差別化要素。これを競合と同じ器に預けるには、どこに保管し、誰がアクセスでき、どう守るかというデータ管理とセキュリティの枠組みが必須となります。さらに、これをクリアしてデータを預けられたとしても、各社が供出の見返りに自社の都合をモデルに求め始めれば、ある社は自社製品への最適化を、別の社は自社ドメインの優先を望み、基盤モデルは「誰にとっても最適でない汎用」へと薄まる可能性があります。多くの声を退けて基盤を一本に保つ規律があるかが問われます。

成否は「どのように仕上げられるか」

この事業を測る指標は、GPUの数でも、国費の額でも、主権の有無でもありません。44社の個別最適の要求を調整し、基盤を一本に保つプロダクトマネジメントの規律を持てるかどうかです。技術的な実行力という必要条件は満たされています。残るは十分条件、つまり出資者の声から開発を守るガバナンスです。ここでは44社という数よりも、この体制の重心が実質どこにあるかが開発の方向を左右します。

開発のロードマップは、2026年度から推論基盤モデル、2028年度にオムニモーダル基盤モデル、2030年度に実世界ネイティブAI、という三段階で構成されています。この事業に規律があるかどうかは、まず2026年度に着手する推論基盤モデルが「何を作らなかったか」に表れます。規律により絞り込めるか、すべてを抱え込み方向を見失うか。また、フィジカルAIの実運用にあたっては、人命に関わる場合など、現実世界での検証に長い時間を要します。この慎重さとAIそのものの速い変化とをどう両立させるのか。時間もまた問われています。

今回の発表により、国内無二のAI計算基盤が2028年6月に稼働します。日進月歩のAIにおいて決して短くはないそれまでの期間で問われるのは、この体制でどのように舵を握り、モデルを作り上げていけるかです。そして、この試みが名に値する価値を生むかどうかの分水嶺は、44社が本当に自社の中核データを差し出すかにあります。中核データの提供範囲が十分でなければ期待された効果は限定的になる可能性があります。

もっとも、優れたモデルができることと国家事業としての成否は別です。これは結局のところ、参加する各社が、自社の現場で活用の道を見出せるかにかかっています。関与に濃淡があるのは自然なことである一方、避けるべきは、自社にとっての位置づけを定められないまま、中途半端に担ぎ続けることです。その時間が大きな機会損失になる恐れがあります。自社での活かし方に明確な答えを出せた企業から、フィジカルAIの競争で確かな位置を占めていくとみています。

著者:加藤慎也 シニアリサーチマネージャー、AI and Automation – IDC Japan

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Shinya Kato - Senior Research Manager, AI and Automation - IDC Japan

Shinya Kato is a Senior Research Manager at IDC Japan and is responsible for the data analysis and forecasting team of Japan enterprise infrastructure market. He analyzes the impact of product technology, service offerings, and marketing strategies on enterprise infrastructure market and provides market forecasts, focusing on the domestic enterprise storage systems market. Through understanding technology adoption trends, he also provides insight into emerging devices such as flash, accelerators, and quantum computing. In addition to researching the HPC and AI infrastructure markets, he is also investigating new consumption models such as Hardware-as-a-Service, to help stimulate the market. Prior to joining IDC, he spent more than 10 years at Silicon Graphics, which was later acquired by HPE, where he held various domestic positions in sales, marketing, and business development. He has covered a wide range of businesses, from infrastructure hardware and container-based data center facilities to digital asset management, industrial virtual reality, and software for media & entertainment. He also served as a product manager for enterprise internet security software and appliances at the emerging vendor. He holds a Bachelor of Economics degree from Rikkyo University.

Ask a vendor if your data is safe and you’ll get a yes. Every vendor says yes. In IDC’s advisory conversations with enterprise security teams, that’s the pattern that comes up again and again: the review process collects reassurance. It rarely collects evidence.

Enterprises that get this right don’t stop at a compliance label. They check for automated evidence and audit trails. They look at model monitoring and explainability. And they weigh a vendor’s actual implementation track record: real deployments, real customers willing to go on record. That’s exactly the review your own IT and security team will run on any AI vendor before signing off, whether that vendor is IDC or anyone else.

The Review That Isn’t a Review

A typical vendor questionnaire asks:

  • Do you encrypt data at rest?

  • Do you have SOC 2?

  • Is there an incident response plan?

These are yes/no questions, and yes/no questions get yes/no answers, regardless of whether the underlying control actually holds up under pressure. A security review that can be passed with a checklist only proves one thing: someone filled out a form correctly.

What “Compliant” Actually Means Depends on Who’s Asking

SOC 2 Type I confirms controls exist on a given day. Type II confirms they held up over a period of months. Both show up as “SOC 2 compliant” on a sales page. Neither tells you whether tenant data can bleed across customer environments, whether prompt injection is screened before it reaches a model, or whether your data trains anything. Compliance frameworks are a floor, not a finding.

Download the IDC Quanta Security Brief before your IT Security asks for it.

Architecture Beats Attestation

The security teams that get this right stop asking whether a vendor is compliant and start asking to see it. Show me the encryption key management setup. Show me where tenant isolation is enforced: application-layer controls that keep one customer’s data from ever touching another’s, not just a policy written down on paper. An architecture diagram is harder to fake than a checkbox. Then ask what happens to an uploaded document in the sixty seconds before it reaches the model. Is it screened for prompt injection, meaning malicious instructions hidden inside the file itself, before the model ever sees it?

Five Questions That Change the Conversation

Five questions is a short list on purpose. Security teams don’t have time to run a hundred-point audit on every AI vendor pitching them this quarter.

  1. Where, specifically, is tenant isolation enforced?

  2. What happens to a file between upload and model ingestion?

  3. Is customer data used to train any model, yours or a third party’s?

  4. Who verifies your security rating, and how often?

  5. What’s your actual pen-test cadence, confirmed against the audit log rather than the sales deck?

Want to see IDC Quanta in action? Book a Demo now.

Where Quanta Stands on Those Five Questions

Your own IT and security team will ask us these same five questions before Quanta clears procurement, so we might as well answer them here. And yes, we’re aware of the obvious catch: IDC also owns Quanta, so treat this section exactly like we just told you to treat every vendor’s answers. Verify it. Every spec below is published at trust.idc.com and open for a security team to check.

  1. Tenant isolation is enforced at the application layer. Token-derived identity and SQL scoping keep one customer’s data invisible to every other Quanta user.

  2. Every file uploaded to Quanta passes malware scanning and prompt-injection detection before it ever reaches the model. That’s the same sixty-second window this piece just asked every vendor about.

  3. Customer data trains nothing. Not Quanta’s models, not a third party’s. That’s a permanent commitment, built into the platform rather than a setting anyone could quietly change.

  4. Who verifies the rating? BitSight does, continuously. Quanta scored 800 out of 900 as of July 2026. SOC 2 Type I is compliant today. SOC 2 Type II and ISO 27001:2022 are both actively in progress.

  5. The pen-test cadence is confirmed against the audit log: annual third-party testing plus continuous vulnerability scanning, backed by a 24-vendor, 11-domain zero-trust stack with a monitoring team watching around the clock.

The Path Forward

None of this requires a bigger budget or a longer questionnaire. It requires asking for evidence. Vendors with real architecture behind their claims will show you exactly where each control lives, Quanta included. Pointing back to the checklist is what’s left when there’s nothing else to show. to show.

If you want to run this exact review against Quanta, the specs, certs, and policies are self-serve at trust.idc.com.

Ryan Smith - Content Marketing Director - IDC

Ryan Smith is the Director of Content Marketing at IDC, where he leads brand-level content and social media strategy, aligning research insights with compelling storytelling to engage technology decision-makers. With a background in both IT and marketing, Ryan brings a unique blend of technical understanding and creative strategy to his work. He’s also a seasoned storyteller, speaker, and podcast host who believes the right message, told the right way, can drive both trust and transformation.

Many digital twin programs stall not because of model quality alone, but because organizations attempt to move into orchestration before simulation has earned operational trust.

Digital twins are moving from visualization tools toward the operational backbone of Physical AI on the shop floor, and the term now covers two capabilities that are often treated as one. Simulation validates changes before they reach production. Orchestration coordinates real-time execution across machines, AI systems, and workers.

Which capability a manufacturer builds first, and how much it proves before moving to the second, often determines whether the program scales.

Digital twin programs sit within that same pattern.

Simulation: Validating change before it reaches the floor

Twins in this role model process behavior, equipment performance, and product configurations, combining physics-based and data-driven models, as well as hybrid approaches that pair engineering expertise with operational data. Traditional analytics explain what has already happened. Simulation lets manufacturers examine what could happen next, which matters more as automation and robotics raise the cost of a bad change.

The applications diverge across industry structures. Process manufacturers simulate unit operations and batch transitions: predicting bleach line performance in pulp mills, modeling heat exchanger fouling in chemical plants, and simulating fermentation in beverage production. Discrete manufacturers work at the cell and line level: virtual commissioning of robot cells before equipment arrives onsite, balancing takt time across mixed-model assembly, and generating synthetic data to train vision inspection models.

Same capability, different unit of analysis. Programs that borrow a reference architecture from the wrong side of that divide tend to stall on data structure well before they stall on modeling.

Orchestration: Turning intelligence into coordinated action

Twins in this role connect live data from sensors, control systems, and manufacturing execution systems to coordinate decisions across machines, AI agents, and workers. Applications include coordinating fleets of autonomous mobile robots (AMRs) and automated guided vehicles (AGVs), dynamically balancing production lines, managing energy loads across utility systems, and dispatching maintenance or quality interventions as conditions change.

As agentic AI moves onto the floor, orchestration becomes the runtime that determines which agent acts, when, and within what limits. Manufacturers are already drawing those boundaries conservatively.

Closing that gap is the work orchestration has to do.

Why the sequence is not optional

Simulation prioritizes predictive accuracy and offline experimentation. Orchestration prioritizes latency, reliability, and integration with control and execution systems. Merging them into a single program usually means one set of requirements loses out to the other, and it’s rarely obvious in advance which one.

Trust is not available on demand. Operators and engineers need evidence that a model reflects actual plant conditions before they will act on its recommendations, and well before they will let an agent act on their behalf. Three false positives in a quarter is usually enough for operators to stop opening the dashboard.

The temptation to move directly into orchestration is understandable. Coordinating robots, AI agents, and production systems promises visible operational gains. But without a validated digital representation of the plant, organizations risk accelerating decisions they have not yet learned to trust.

Programs that produce results start from an operational decision rather than a technology selection. Whether the target is first-pass yield, changeover time, asset availability, or energy intensity, that decision comes first. What should the twin actually be shaping?

From world models to twins to Physical AI

As manufacturers prepare for Physical AI, the distinction between general intelligence and operational intelligence becomes increasingly important.

World models give AI systems a broad understanding of how physical environments behave. Digital twins provide the industrial specificity that those models lack: the plant’s geometry, process parameters, control logic, and operating history.

Together, they create a foundation for more reliable Physical AI. A world model may understand how objects and forces behave in general, but a digital twin provides the context required to determine whether an action is safe and effective in a specific plant, on a specific line, with specific materials and constraints.

What scaling requires

The constraints are consistent across process and discrete environments.

A twin is only as accurate as the data it consumes. Without continuous synchronization, it drifts into a stale representation that carries the authority of a model without its accuracy.

Security matters more as twins extend connectivity into operational environments. Connecting engineering models, AI systems, and production control expands the attack surface and requires security-by-design across architecture, connectivity, and governance.

Work also changes as twins and agents absorb more decision support. Operators and technicians shift from executing routine tasks toward supervising systems, validating recommendations, and managing exceptions. This requires clear role definitions and escalation paths, since additional training hours alone won’t close that gap.

Successful twin programs rarely belong to IT alone. They require collaboration across operations, engineering, OT, data teams, and AI governance functions. As twins evolve from engineering tools into operational decision platforms, ownership becomes as important as architecture.

The question worth exploring for manufacturers

For operations leaders, the real question is whether the data foundation, model validation, operator trust, and governance are far enough along to earn the next rung: from visualization to offline simulation to closed-loop orchestration to autonomous agent decisioning.

Each rung should be earned through validated results at the one below it.

Programs that skip a rung do not move faster. They stall where someone has to trust the model, and trust is harder to rebuild than a model is to fix.

Sarah Lee

Sarah Lee - Senior Research Director, Manufacturing IT Strategies

Sarah Lee is Senior Research Director for IDC Manufacturing Insights responsible for the IT Priorities & Strategies (ITP&S) practice. Sarah’s core research coverage includes IT investments made across the manufacturing industry and manufacturers' progress with digital transformation. Based on her…

Over the past several years, organizations have embraced generative AI to improve productivity, accelerate software development, summarize information, and enhance decision-making. Increasingly, however, AI is evolving beyond generating information to taking action. Agentic AI systems can execute code, invoke tools, interact with enterprise applications, retrieve information, and pursue objectives with limited human intervention.

These capabilities create extraordinary opportunities for innovation and business transformation. They also introduce a fundamentally different governance challenge. Unlike traditional enterprise software, AI systems are adaptive and probabilistic. While organizations establish policies, guardrails, and operating boundaries, AI systems may not always behave exactly as anticipated while pursuing an assigned objective. For CIOs, governance can no longer just track what AI does. It has to control it.

What the OpenAI–Hugging Face incident illustrates

According to public reports, OpenAI’s internal evaluation involved advanced models testing its advanced models against ExploitGym. ExploitGym is a widely used framework for benchmarking AI models to test their ability to find and exploit software vulnerabilities. During testing, the models reportedly found unexpected pathways out of that environment. They eventually reached external infrastructure belonging to Hugging Face, the platform companies use to share machine learning models and data sets, before the activity was detected and contained.. More will likely surface about this incident over time. What CIOs take from it is still unfolding.

Organizations can no longer assume governance ends once an AI use case has been approved. Instead, governance must continue throughout the entire AI life cycle:design and deployment to runtime monitoring and incident response.

From principles to operational governance

Earlier this year, I published IDC PlanScape: AI Governance Operationalization , which argued that effective AI governance extends beyond ethics statements, policies, governance committees, and executive oversight. Those elements remain essential, but they are only the starting point.

Governance becomes meaningful only when it is translated into operational capabilities that influence how AI systems are designed, deployed, monitored, and managed throughout their life cycle.

The recent OpenAI–Hugging Face incident reinforces why governance has to run through operational capabilities that travel with the AI system across its full life cycle.

Operational governance enables organizations to innovate confidently because governance becomes part of the operating model rather than a checkpoint completed before deployment.

Match governance to risk

Not every AI application requires the same level of governance. An employee using generative AI to summarize meeting notes carries a very different risk profile than an autonomous agent with access to source code repositories. It is a different risk profile still from an AI cybersecurity agent that can execute code and touch enterprise infrastructure directly. The Hugging Face incident also puts an emphasis on true isolation when sandboxing and testing.  

To enact operational governance, organizations should begin by developing a comprehensive inventory of AI systems and classifying them according to business criticality, operational impact, data sensitivity, level of autonomy, regulatory requirements, and potential business risk. Initially, sorting into high, medium, and low risk will suffice.

Risk classification should determine the level of governance applied to each deployment. Does every AI system really need the same approval process, technical controls, and executive oversight?

Build governance into architecture and engineering

Governance should not exist solely within policy documents. It must be reflected in the architecture and engineering of AI systems. In practice, that means building in identity and access management, least-privilege permissions, and network segmentation from the start, then layering on policy-based controls and automated containment that can isolate a high-risk workload the moment it steps outside its boundaries.

Engineering teams should understand governance requirements early in the design process so that operational controls become part of the solution rather than afterthoughts added before production.

Organizations have already experienced a similar evolution with cloud computing. Early cloud governance relied primarily on standards and policies. Today, mature organizations operationalize cloud governance through landing zones, policy as code, automated compliance, and continuous monitoring.

AI governance is beginning the same journey.

Monitor continuously. Keep humans accountable.

Automate tools that track how AI systems behave after deployment: tool usage, system interactions, resource access, and network activity. Watch especially for behavior that strays outside expected boundaries.

Equally important, every significant AI deployment should have clearly defined business, technology, and risk owners responsible for approving exceptions, responding to unusual behavior, and determining when human intervention is required. AI may automate decisions. Accountability doesn’t move. 

Extend incident response for AI

Most organizations have mature cybersecurity incident response capabilities.

Increasingly, those capabilities should be expanded to address AI-driven events that introduce questions such as:

  • How should an organization suspend an autonomous AI agent?
  • How should investigators preserve evidence of AI behavior?
  • How should organizations distinguish between model behavior, prompt manipulation, software defects, and malicious external activity?

These questions are rapidly becoming operational requirements rather than hypothetical discussions. Waiting isn’t a strategy. The organizations that prepare now will have the advantage when it matters.

What CIOs should do next

CIOs should view AI governance not as another compliance requirement but as an operational capability that enables innovation.

Several practical actions can accelerate that transition:

  • Develop and maintain an inventory of enterprise AI systems.
  • Classify AI deployments according to business risk and autonomy.
  • Integrate governance requirements into architecture and engineering practices.
  • Implement technical guardrails and runtime monitoring appropriate to each risk level.
  • Extend cybersecurity and operational resilience programs to include AI-specific incident response.
  • Periodically review governance controls as AI capabilities continue to evolve.

AI capabilities will continue to evolve rapidly. No organization can predict every behavior, interaction, or use case an AI system will produce. What they can do is build an operating model that governs increasingly autonomous systems safely and responsibly. The organizations that operationalize AI governance today will be best positioned to innovate with confidence tomorrow.

Gerald Johnston

Gerald Johnston - Adjunct Research Advisor

Jerry Johnston, an adjunct research advisor with IDC’s IT Executive Programs (IEP), founded GJ Technology Consulting, LLC, where he assisted global financial institutions and helped launch a UK startup bank. Johnston is an experienced financial services and consulting executive who…

In May and June 2026, IDC Directions came to China for the first time as a multi-city roadshow with stops in Beijing, Hangzhou, and Shenzhen, plus a virtual livestream. Across all three cities, a clear picture emerged of where China’s AI market is heading. Here are five signals that matter for your strategic planning, and what they mean for your business.

Beijing: Robotics Takes Center Stage

Over 400 decision-makers attended the Beijing stop, where IDC CEO Lorenzo Larini shared the stage with two humanoid robots from AGIBOT. The moment drove home a striking data point: the global humanoid robotics market grew 800% in 2025. IDC projects that China’s embodied intelligence spending will grow from $1.4 billion today to $77 billion within five years (a 94% CAGR) making it the world’s largest robotics market by 2029. For manufacturers, logistics operators, and service businesses globally, that pace of development means new competitive pressures are arriving faster than most roadmaps anticipate.

Lorenzo Larini, CEO of IDC, put it plainly, “In 2026, you cannot make any major technology decision without first understanding what is happening in this country.”

What this means for you: If your business touches manufacturing, logistics, or physical-world automation, a new generation of competitors is emerging, and they’re not competing on price alone. They’re defining the next product standards.

Hangzhou: Where AI Meets the Real Economy

Hangzhou drew over 100 decision-makers from the Yangtze River Delta, focusing on smart homes, robotics applications, and industrial ecosystems. Over 60% of China’s leading enterprises have already integrated generative AI into core business processes. That’s among the fastest penetration rates globally. The MaaS market tells a similar story: China’s token consumption is projected to reach 40,000 trillion calls in 2026, generating approximately RMB 18.6 billion in revenue, with a CAGR of 1,154.9% from 2024 to 2030.

Kitty Fok, IDC’s Managing Director for China and a nearly 30-year IDC veteran, offers the ground-level view: “The energy, the innovation, the change since COVID—it is something very different from six years ago.”

What this means for you: The AI race is no longer about who has the best model. It’s about who can embed AI into business systems fastest and at the lowest cost. If your organization is still running pilots while competitors are re-engineering supply chains and customer service with AI, the gap is widening quarter by quarter.

Shenzhen: The Supply Chain Reality Check

Shenzhen closed the roadshow with over 300 attendees (200 in person, 100 online) and added a dedicated semiconductor track. IDC’s Helen Chiang, VP of Semiconductor Research, pointed to a clear trend: agentic AI is shifting chip demand from training toward inference, while supply of critical components, including memory, PCBs, ABF substrates, is tightening. The global accelerated computing server market is expected to surpass $1 trillion by 2029 at over 30% CAGR.

The takeaway: Compute is not infinite. Companies that plan ahead on inference costs, optimize “tokens per watt,” and invest in edge compute will gain a structural cost advantage. AI decisions cannot stop at algorithms—the silicon supply chain is a hard constraint.

Five Trends Worth Watching

1. Compute efficiency is the new battleground. Raw performance (FLOPS) is no longer the full measure of competitiveness. As IDC China Vice President of Research Zhou Zhengang notes, “tokens per watt is becoming the more relevant metric.” By 2027, inference will account for over 70% of AI compute demand. Procurement and architecture decisions need to be recalibrated now.

2. The token economy is taking shape. According to IDC China Group Vice President Zhong Zhenshan, “tokens are becoming the new currency of enterprise AI—a cost item and a value-creation lever.” Enterprise AI has moved from “generation” to “execution.” Competitive advantage now lies in converting AI into sustainable business capability at the lowest token cost. Do your KPIs already account for token costs?

3. Industrial AI is moving from pilots to autonomous operations. IDC China Assistant Research Director Cui Kai observes that “industrial AI has scaled beyond proof-of-concept” into production, supply chains, and operational decision-making. IDC projects Chinese industrial AI spending will approach RMB 9 billion by 2028 at 38% CAGR. Organizations still in the “digital factory” phase while competitors build autonomous operations face a widening gap.

4. AI-native endpoints are creating a new competitive arena. As Dr. Wang Jiping, IDC’s Vice President of Worldwide and China Research, points out, “purchase drivers have shifted from hardware specifications to intelligent experience and ecosystem capabilities.” China’s smart device shipments will reach 900 million units in 2026, and AI endpoint penetration will exceed 93% by 2027. Whether hardware-first roadmaps can catch up is an open question.

5. The shift from product exports to capability exports. IDC China Vice President and Chief Analyst Wu Lianfeng observes that Chinese companies are “shifting strategy—from exporting products to exporting capabilities, platforms, and ecosystems.” AI-native platform development, deep industry-scenario integration, and developer ecosystem expansion will define the next competitive phase, whether you’re a Chinese company going global or a multinational entering the market.

The Next Three Years Will Decide the Winners

Across all three cities, one theme emerged: AI is moving from technology breakthroughs to scaled deployment. IDC forecasts enterprises worldwide will run more than 1 billion AI agents by 2029, with multi-agent orchestration becoming standard. China’s early advantages in robotics, smart homes, industrial manufacturing, and supply chains position it at the forefront of that shift.

Meanwhile, as inference surpasses 70% of AI compute demand by 2027, the battlefield is shifting from cloud to edge. China’s massive smart device install base and manufacturing foundation make it fertile ground for edge AI adoption.

2026 marks an inflection point. The infrastructure buildout phase is nearing completion. The next three years will determine who wins on inference cost, application scenarios, and ecosystem synergies.

Navigate the AI Supercycle with IDC

For 40 years, IDC has maintained a sustained presence in China, and was the first foreign company to receive a domestic media license in the country. Today, IDC operates 77 dedicated China research programs with over 100 in-country analysts, a footprint more than three times the size of any other international research firm in the market.

To access IDC Directions 2026 presentation materials and reports or for analyst briefings and inquiries, contact the IDC China Team . We help you turn uncertainty into clarity and strategy into results.

As Larini said, “China is no longer a market you can watch from a distance. It is a technological force actively reshaping the direction of global development.”

That reshaping is only just beginning. The question is whether your strategy reflects it yet. Talk with the analysts who were there and find out what it means for your next move.

Maggie Xie - Marketing Manager - IDC China

Maggie Xie is a seasoned marketing professional with over a decade of experience at IDC China, where she leads external content strategy, manages the official WeChat channel, and drives media relations. As the lead architect of IDC Directions China, the firm's flagship annual event, she oversees end-to-end roadshow planning and execution, and spearheads integrated marketing campaigns—translating IDC's proprietary research and forward-looking analysis into actionable insights that help enterprises navigate technological change.

7月以来,2026年中国上半年宏观经济数据陆续发布。根据中国国家统计局数据,中国软件和信息技术服务业保持了两位数的平稳增长,展现出信息产业的行业韧性。在宏观数据和企业技术投入上升的背后,国内部分ICT市场已从快速增量期进入存量优化期,拓展海外市场、布局全球化成为中国企业寻找新增长点的关键选择。

对于寻求增量空间的企业而言,出海已从可选项变为必选项

然而,面对全球9个地区、53个国家、28个行业的复杂格局,企业最常陷入三个决策困境:该优先去哪片市场?该带什么产品去卖?该主攻哪些行业客户?

本文基于国际数据公司(IDC)最新发布的《全球ICT支出指南:行业与企业规模》(2026V2版),用一组对比数据和三个核心判断,为中国企业的全球化布局提供量化参照系。核心结论浓缩为一句话:逐步降低硬件规模化的优先级,拥抱新兴市场的云化与软件红利,优先在金融与政务两大高预算领域建立标杆

坐标一:将目光从存量红海转向增量蓝海

(核心问题:去哪儿?)

从全球大盘来看,企业级数字化转型与智能化投入仍在加速。IDC数据显示,全球整体ICT市场预计到2030年将增长至9.67万亿美元,五年复合年增长率(CAGR)为9.6%;其中企业级ICT市场到2030年规模将达7.44万亿美元,增速达12.4%,是驱动整个市场增长的核心引擎。

在进行全球化选址时,中国IT厂商需要将视角从“只看绝对规模”转向“寻找高增长增量”:

  • 成熟市场规模巨大,但增速分化:2026年美国在全球企业级支出中占比近五成,五年复合增长率达14.8%,这主要由其高科技与算力投入拉动;西欧以约两成份额位列全球第二,但受到合规与政策监管影响,其企业级增速相对温和。
  • 新兴市场份额有限,但韧性极强:2026年亚太(不含中日)在全球企业级ICT支出中占比8.1%,份额位列全球第三;拉丁美洲在全球企业级支出中占比为3.5%,但其五年复合增长率达10.4%,是理想的业务落地突破口。从细分国家看,巴西占拉美大盘的三成以上,且拉美的阿根廷、巴西、智利均展现出两位数的企业级增长;中东的土耳其、沙特和阿联酋的五年企业级增速也分别高达12.5%、11.1%和10.9%。

针对出海企业的行动建议:中国企业应采取区域分轨战略。对于美欧等高壁垒成熟市场,可将其作为技术对标;对于东南亚、中东及拉美等高成长区域,则应作为规模化扩张的主战场。企业应当结合自身优势,优先深耕土耳其、沙特、智利、巴西等政策红利持续释放、企业级投入跨过两位数增长的核心国家。

坐标二:跳出硬件主导惯性,顺应海外云化轻装趋势

(核心问题:卖什么?)

选定了区域,接下来必须厘清:在这些市场上,中国企业的产品形态应该如何调整?一个关键的结构性差异值得高度关注。

拆解硬件、软件、IT服务等技术板块可以发现,海外新兴市场与中国本土存在本质的技术结构差异:

  • 新兴市场以软件与云服务为主导:IDC数据显示,中国市场呈现显著的“硬件主导”特征(占比达54%)。然而在海外,亚太(不含中日)的软件占比已达30%,超过其硬件;拉丁美洲与中东和非洲的硬件占比仅为18%和23%,软件和服务则占据了核心份额。这表明海外新兴市场正跳过传统的重资产硬件堆叠,直接进入以软件驱动和云服务为主的轻资产模式。
  • 软件增速全面领跑:未来五年,全球九大区域中只有中国和美国呈现硬件增速高于软件的特征。而在亚太(不含中日)、拉美、中东和非洲,软件的增长速度都在16%以上,远超其硬件增速。其中,位于应用开发与部署市场中的人工智能核心软件在各个新兴区域均实现了超过50%的爆发式五年增速。同时,中东和非洲的硬件需求大量以“云服务”形式重塑,其基础设施即服务(IaaS)市场的五年CAGR高达21.1%。

针对出海企业的行动建议:中国企业出海应顺应海外的云化与轻资产趋势。硬件及基础设施厂商应考虑将产品与海外本地的云平台深度集成,提供“硬件+本地化运维”的打包服务。软件与方案商则应顺应当地软件高增速红利,将国内沉淀的成熟应用方案进行云化移植,把海外企业级市场对前沿软件的刚性需求作为业务突破口。

坐标三:聚焦金融与政务两大预算高地,兼顾零售增长红利

(核心问题:卖给谁?)

企业全球化布局落地的关键在于“卖给谁”。对比全球与中国市场,虽然软件和信息服务行业都是绝对的支出主力,但当视线转向新兴市场时,海外传统实体行业与公共服务部门的IT预算体量表现出更强的确定性。

  • 金融与政务构成海外核心预算支柱:在亚太(不含中日),银行业和中央/联邦政府的IT支出紧随软件与信息服务行业之后;零售业五年增速达11.7%。在拉丁美洲,银行业以15.1%的份额成为企业级ICT投资的龙头行业,专业和个人服务行业增速领先。在中东细分市场,银行业和中央/联邦政府合计占据了近四分之一的市场份额,且中东银行业在保持高体量的同时,仍拥有11.1%的强劲增速。

针对出海企业的行动建议:中国IT厂商应应兼顾体量与增长潜力筛选目标行业。在国内具备成熟“智慧银行”或“数字政务”解决方案的厂商,应优先聚焦亚太和中东的头部传统行业,尤其是数字化预算密集投入的中东金融业。面向拉美市场,IT厂商则应紧扣其银行业的Top级体量,顺应当地专业及个人服务行业的增长红利,输出相应领域的轻量化软件与服务方案。

IDC分析师展望与观点】

展望2025-2030年,随着全球AI技术的行业渗透与数字化转型的深化,全球IT支出的边界将进一步模糊,跨国界、跨行业的数字化协同将成为常态。

在这一进程中,中国企业需要回答的已不仅是“要不要出海”,更重要的是“以怎样的数字化能力出海”。全球化的下半场,核心竞争力不再是成本优势或产品交付能力,而是企业对海外客户业务痛点的深度理解、对当地数据合规与生态规则的敏捷适应,以及对全球技术趋势的前瞻性卡位。

在全球化新阶段,出海已不是简单的地理位置转移,而是企业综合数字化生存能力的全球化延伸。值得注意的是,AI正在成为重构全球IT支出结构的最强变量。那些率先将AI能力嵌入行业解决方案(如智能风控、自动化运维、精准营销)的企业,将在新兴市场获得远超平均水平的议价能力和客户粘性。换言之,出海不是产品的语言转换,而是用全球化的技术能力适应海外市场,提升对客户的价值回报

数据是这一切决策的底层支撑。利用量化的支出指南,企业可以不再仅凭历史经验或行业热潮做判断,而是在复杂的全球市场中锚定属于自己的确定性增长路径。

IDC《支出指南》致力于为IT厂商、行业用户和投资/金融机构在战略规划、产品研发、IT支出及投资规划等方面提供数据支撑。《支出指南》系列产品聚焦IT热门领域,从多个维度预测市场规模和增速,助力厂商发掘市场潜力;引导行业用户根据热点技术及应用场景进行IT规划;通过分析特定市场的发展前景,帮助投资和金融机构更好地做出决策。

IDC《支出指南》相关研究:

China Provincial Cloud Solutions Spending Guide

Worldwide ICT Spending Guide Enterprise and SMB by Industry

Worldwide AI and Generative AI Spending Guide

Worldwide Software and Public Cloud Services Spending Guide

进一步交流:

如您希望进一步了解中国省级及云解决方案支出、全球AI及生成式AI支出、企业级ICT支出等行业细分数据,或需要针对贵公司目标市场进行定制化数据解读,欢迎联系IDC中国分析师团队。

Wendy Zhang

Wendy Zhang - Research Analyst

Wendy Zhang is a research analyst in the Data and Analytics group at IDC China. She is responsible for business operations and spending guide in China Enterprise Team. She provides dynamic forecasts of future China and global ICT market development.…

随着WAIC 2026上物理AIPhysical AI)成为产业关注焦点,工业作为物理世界中数据密集、任务复杂且商业价值明确的应用领域,正在成为Physical AI率先落地的重要场景。工业具身智能机器人作为Physical AI在制造领域的重要应用形态。国际数据公司(IDC)数据显示,2025年中国工业具身智能机器人市场规模约为57.4亿元,其中以工业机器人为载体的具身智能应用市场规模约36.2亿元,成为当前产业商业化落地的主要方向。随着产业竞争从机器人本体性能逐步转向模型、数据、工程化和场景落地能力的综合竞争,工业具身智能机器人正在成为智能制造发展的重要方向。

基于这一产业发展趋势,国际数据公司(IDC)于近期发布了《中国工业具身智能机器人市场份额,2025》与《中国工业具身智能机器人技术评估,2025》两项研究报告,从市场格局、技术能力及产业发展趋势等维度,对中国工业具身智能机器人产业进行系统分析。本文结合两项研究的核心观点,以对工业具身智能机器人的定义、市场发展、竞争格局及未来趋势进行解读。

工业具身智能机器人定义

工业具身智能机器人是指面向工业生产环境,通过融合人工智能模型、多模态感知系统、机器人控制系统与机器人本体,使机器人具备感知、学习、决策与执行等能力闭环,并能够在真实工业场景中完成自主作业任务、与人员及生产设备进行交互的智能机器人系统。

工业具身智能机器人是物理 AI在制造领域的重要应用形态,相比传统工业机器人主要依赖预设程序,在结构化环境中执行重复性任务,能够基于环境感知和任务理解动态调整作业策略,并通过真实生产数据反馈持续优化任务执行能力。

市场进入规模化导入阶段,工业机器人是主要落地载体

IDC数据显示,2025年,中国工业具身智能机器人市场进入商业化加速阶段,整体市场规模约为 57.4亿元。当前市场主要以多形态机器人为载体,通过对工业生产线和制造工位进行智能化升级,实现感知、学习、决策和执行能力融合,推动制造场景向更加柔性化、自主化方向发展。

IDC数据显示,2025年以工业机器人为载体的具身智能应用市场规模约为36.2亿元,占据当前市场主体地位。主要包括协作机器人、复合(移动操作)机器人、多关节机器人等。该类机器人依托成熟工业基础,通过融合视觉感知、力控技术、环境理解以及具身智能模型能力,实现“机器人硬件+智能软件+行业服务”的一体化交付,已应用于上下料、质量检测、打磨修复、柔性装配、物料搬运等工业场景。

上述市场结构清晰地表明,当前工业具身智能机器人的商业化主力仍依托于成熟的工业机器人品类,它们以“硬件+软件+服务”的整包模式快速渗透进各类制造工位。然而,市场格局并非一成不变——随着AI模型能力跃升和硬件成本下降,不同背景的玩家正从各自优势领域切入,竞争焦点也在从单一产品性能向系统级综合能力转移。下面我们将从竞争主体和出海动态两个维度,进一步剖析当前市场的主要力量。 

  • 工业AI厂商率先建立竞争优势。 当前市场竞争优势主要来自工业视觉、感知决策以及场景数据积累能力。以微亿智造、梅卡曼德等为代表的企业,依托工业AI技术和数据闭环能力,将具身智能能力应用于质检、打磨、修复、上下料等标准化工业场景,并推动跨行业复制。
  • 同时,大量机器人本体、工业自动化及AI厂商正加速布局工业具身智能赛道,依托各自在硬件、算法、软件平台及行业资源等方面的积累,探索差异化产品定位和商业化路径,市场竞争持续加剧。
  • 中国厂商加速全球化布局。 2025年,工业具身智能机器人厂商出海模式由单机产品输出逐步转向软硬一体化解决方案输出,产品开始进入欧洲汽车、东南亚电子、北美制造等海外市场。本地化部署、模型优化和运维服务能力成为企业拓展海外市场的重要支撑。

2025年,以人形机器人为代表的新型具身智能载体正在进入工业场景探索阶段,市场规模约为 21.1亿元。当前应用主要集中于示范产线部署、场景验证及POC测试。人形机器人具备更强的形态通用性和复杂环境适应潜力,但当前处于技术能力完善与商业化模式探索阶段,产品成本、可靠性、工程化成熟度以及实际生产效率等因素正在进一步验证。关于人形机器人工业应用的相关数据,可参考IDC《Worldwide Annual Humanoid Robotics Tracker》。

从技术能力到商业价值:工业具身智能机器人竞争进入综合能力阶段

随着工业具身智能机器人从技术验证逐步走向商业化应用,工业用户对于机器人的评价标准正在发生变化。IDC用户调研显示,制造企业用户关注厂商的“技术能力+工程化能力+商业价值”的综合表现。

基于工业用户需求变化,IDC构建覆盖工业智能决策、多模态感知与理解、自主操作与任务执行、复杂场景适配与持续优化、工业级可靠性与工程化、工业系统融合与生态、行业实践与规模化落地、商业价值与ROI验证等8个维度的技术评估框架,对具备产品能力并已在汽车制造、新能源、半导体、3C电子等场景开展商业化探索的中国典型供应商进行综合评估。未来企业竞争优势将来自工业知识、数据、模型与制造体系的深度融合。

锚定未来三年:从场景试点到系统重构的关键跃迁

未来三至五年,中国工业具身智能机器人市场将进入由单点场景验证向生产流程级应用扩展的重要阶段。IDC认为,行业将呈现以下发展趋势:

  • 从单工位智能走向生产流程智能。机器人将突破单一任务限制,与MES、WMS、ERP、PLC以及工业互联网平台深度融合,从执行单一任务的设备,逐步演进为生产系统中的智能节点。
  • 工业知识成为模型能力的重要组成。工业具身智能模型需要进一步融合工艺规则、设备机理和生产经验,实现从“完成任务”向“理解生产过程”演进。未来模型竞争不仅取决于数据规模,也取决于工业知识融合能力。
  • 多形态机器人长期共存。未来工业场景将形成多机器人协同格局:人形机器人适用于高柔性、非结构化任务;移动操作机器人适用于跨空间任务;协作机器人适用于人机协作场景;专用工业机器人适用于高精度、高稳定任务。未来竞争重点不是机器人形态,而是谁能够真正解决工业问题。
  • 数据闭环与工程化能力决定规模化落地。随着市场进入批量部署阶段,真实工业数据积累、模型迭代效率以及规模化交付能力将成为关键竞争因素。能够建立:数据采集 → 模型训练 → 工业部署 → 反馈优化闭环体系的企业,将获得长期竞争优势。
  • ROI成为商业落地核心指标。IDC用户调研显示,超过80%的制造企业希望工业具身智能机器人项目能够在两年内实现投资回收。未来,能够实现快速部署、稳定运行并产生明确经济价值的解决方案,将优先获得市场认可。

IDC中国机器人与具身智能领域研究经理李君兰,工业具身智能机器人的竞争正从单点AI能力转向软硬协同、行业Know-how与数据闭环能力的综合竞争。头部厂商持续加大研发投入,推动具身智能大模型、工业AI与机器人本体深度融合;在政策支持、制造业智能化升级及海外市场拓展的共同驱动下,中国厂商有望进一步提升全球竞争力。

进一步交流

工业具身智能正从概念验证走向产线价值交付,如何选择适配的技术路径、评估投资回报、并构建可持续的数据闭环,已成为制造企业面临的实际课题。IDC基于对市场格局、技术评估及用户需求的深度研究,可为您提供定制化的行业洞察与战略建议。如需获取完整版《中国工业具身智能机器人市场份额,2025》及技术评估报告,或就具体场景应用进行探讨,欢迎联系IDC中国机器人与具身智能研究团队,我们将为您提供专业的数据支撑与决策参考。

Lily Li

Lily Li - Research Manager

Lily is the Research Manager for China Robotics and Embodied Intelligence, specializing in market research on embodied intelligent robots. She has long focused on the development trends of China’s embodied intelligence robotics industry, systematically studying the evolution of robot hardware,…

As the Middle East war persists, we wanted to provide an update on what this means for the business. It was our original thinking that it would wind down by the second half of 2026, but instead a ceasefire was announced and then broke down, military activity has picked back up, and oil prices are back near $100 a barrel. We sat down with Stephen Minton, Group Vice President, IDC’s Data and Analytics Group, to get an updated read on where things stand and what it means for technology spending.

Q: Last time we spoke, we were hoping this war would wind down heading into the second half of the year. Instead, it looks like a stalemate. What’s the latest, and how are things looking?

It’s kind of been a moving target since March. Initially we assumed things would start slowing down by the end of June, and now it’s the end of July. We had a peace agreement announced and then broken, with escalating military activity since. Just when we thought we were getting to the end of this war, things got worse again, and it’s becoming harder to see exactly how and when this ends.

What’s important is that it’s not just about when the war ends. It’s about what comes after: specifically, where that leaves oil prices and how long it takes supply chains to normalize. We’re not in the business of predicting government decisions or military outcomes, but we do need assumptions that drive our forecasts and, in turn, our clients’ business planning. Those assumptions now have to account for a scenario where the war continues, in some form, for longer than we expected.

The one thing that hasn’t changed is the uncertainty itself. This could end tomorrow, or it could drag on for the rest of the year, and that uncertainty has become a defining feature of this war in its own right. We’re also starting to see signs that could have real consequences: the economy has been resilient for the past year and a half, but that resilience is showing cracks. Q2 GDP growth in the U.S. came in at 1.5%, well below the forecast of over 2% and down from 2% growth in Q1. Government spending and exports were both down, likely the first real sign the war is starting to drag on the economy. China’s Q2 GDP was soft as well.

We’re moving from the initial risk of a short, sharp shock to the global economy into something more gradual: inflation dragging on activity, but over a longer period.

Q: With all this uncertainty, how should organizations plan their budgets? What are you seeing with clients?

We’re now in a period of volatility that’s increasingly about inflation uncertainty. So far, this has hit other sectors of the economy harder than IT. Underlying demand for technology and AI in particular is still very strong. But the longer this goes on, the greater the risk that inflation becomes entrenched and spills over into more sectors. It starts with oil prices and ripples outward, and once those effects take hold, they’re harder to reverse. We saw the same pattern with COVID: six years later, we still have elevated inflation in areas like services and labor costs.

Entrenched inflation also affects interest rates, which directly affects financing, and a lot of AI deals require financing. If rates rise again by year-end, that has a direct impact on spending.

This is compounding price pressures that were already in place before the war started. Back in January, we already expected AI demand and constrained manufacturing capacity to push up prices on PCs, phones, and AI infrastructure, and that’s exactly what’s happening. Average notebook prices are back above $1,000 for the first time in years, and most IT vendors have implemented significant price increases.

That’s going to weigh on demand in the second half of the year. Right now it’s not obvious in the data. Earnings are up, and our IT spending forecast has actually increased over the last couple of months, but that’s largely inflation, especially on hardware. We’re forecasting a decline in unit shipments even as spending rises, because buyers pulled purchases forward into Q1 and Q2 to get ahead of prices that are expected to climb even higher by year-end.

Prices aren’t going to moderate or reverse anytime soon, and the longer the war goes on, the worse this could get. It’s also piling on top of existing supply chain pressure. Components like helium and other semiconductor manufacturing inputs sourced from the Middle East are in short supply, adding more pressure to ICT inflation. So the war isn’t the root cause of IT inflation, but it’s exacerbating and complicating it. The more that inflation spills over into the broader economy through higher energy costs, the harder it becomes for businesses to keep stretching their IT budgets to cover it.

We’ve seen amazing elasticity in IT budgets over the past year, with buyers stretching to pay more just to keep pushing forward with AI deployments, but that can’t go on forever. At some point those budget conversations get harder, and how quickly AI is generating ROI and efficiency gains versus revenue becomes a bigger factor in that math.

Q: What advice are you giving clients on how to prepare, especially with 2027 planning already starting?

Three things.

First, prices are likely to keep rising through the rest of this year. 2027 is a more open question, but if you have budget to spend before year-end, you’re unlikely to regret spending it now. Waiting for a Q4 price drop is a risky bet, and that risk grows the longer the war continues. There’s also a case for pulling forward some spending planned for the first half of next year, though that’s a tougher call since prices are more likely to moderate by the end of 2027 than by the end of this year. Either way, don’t leave all your spending exposed to price increases; diversify the timing of your investments.

Second, look for ways to protect against near-term inflation exposure, for example, shifting from CapEx to OpEx. There are strong “IT spending as a service” offerings from vendors now that build more predictability into budgeting and help offset some of that uncertainty. Depending on your industry, diversifying supply chains and suppliers also reduces exposure if the war worsens rather than improves.

Third, get serious about measuring AI ROI. You need to prove your AI investments are generating returns that offset the broader inflation and uncertainty. Everybody has to prove it to someone: the CFO to the CEO, the CEO to the board and shareholders. AI maturity varies widely right now, and not every company is generating returns at the same pace. This isn’t the time to keep funding investments that aren’t working. Put better gating in place so you can reallocate spend quickly. There’s a lot of talk about capping token usage, but the more important question is whether your tokens are generating returns. If they are, why limit them? The real challenge is targeting spend in the right places, not deciding in advance that AI spending needs to go up or down by some fixed percentage.

So: spend early where it makes sense, hedge your exposure, and get better at measuring where AI spend is actually paying off.

Q: What’s one thing clients should watch, and how can they rely on IDC to navigate this?

It’s all about data. Data is the light in the coal mine. It’s the only way to understand what’s actually happening beneath all this uncertainty, and we need to stay close to it. Uncertainty is high enough right now that it’s not viable to plant a flag on a second-half forecast, walk away, and expect it to still be accurate in September. The tide is coming in, and that flag is going to get washed away.

That’s where we can help. We update our IT spending forecasts every month in our Black Book, and our quarterly trackers give granular, current numbers on how the market is actually performing. That rapid iteration matters, and the same discipline should apply internally to how organizations measure their own AI performance metrics as they build next year’s budgets.

But data needs context. That’s why having people with the experience to interpret the numbers and turn them into decisions is just as critical as the data itself. AI can help with that, but the judgment still matters. Downturns are often marked by companies losing that kind of expertise from their workforce. There’s a real opportunity right now to equip people with both the AI tools and the data to interpret them well, and hopefully navigate this period of volatility more successfully than in past cycles.

Christina Cardoza - Content Marketing Manager - IDC

Christina Cardoza is a Content Marketing Manager at IDC, where she specializes in brand content and social media strategy. With a background in journalism and editorial leadership, she has a proven ability to transform complex technology topics into clear, actionable insights.

A few months ago, I sat with a client who had eight weeks until contract renewal. He knew the pricing was wrong and had a rough sense of what he was overpaying, but he did not have the data to prove it, and his supplier knew it.

We got him most of the way there in time, but I would not want to do that again.

Ninety days is not long, especially when you consider that most managed service deals run three to five years. But it is enough, if you start at 90 days rather than eight weeks. This article is a practical framework for how to use that time, and it builds on the previous two in this series: The first on building a cost-enriched CMDB as a foundation for commercial control, and the second on what AI is actually doing to MSP delivery costs at renewal.

The clock is already running

Your MSP has been preparing for this renewal for months. They know the contract end date, the margin they want to protect, and what it would cost you to switch. Their account team has a position. In most cases, yours does not.

Ninety days gives you time to build a real position. Wait until 60 or less, and you’re negotiating on their clock, not yours.

Three years ago, this was a simpler conversation. Now AI is running across your MSP’s delivery operations, automating service desks, monitoring infrastructure, and managing incidents before they escalate. Their costs are falling. Those savings rarely show up in what you pay. Knowing that, and being able to prove it, is worth more than almost anything else you bring to renewal.

Days 1 to 30: Start with what you know

Start internally, before you look at anything external. You cannot compare your contract against the market without first knowing what you are consuming and what you are being charged for it.

A cost-enriched configuration management database, one that is accurate, continuously updated, and linked to actual consumption, lets you cross-reference MSP billing against real usage. Most organizations find the gap is larger than expected. The consumption audit almost always delivers more savings than the price negotiation. The €48,000 I described in my first article came entirely from removing unused infrastructure before any rate conversation had started.

Pull the rate card history, the last 12 months of true-up invoices, and the actual consumption volume reports by tower. These three documents will tell you more about where you actually stand than any conversation with your account manager.

Break the contract into service towers: e.g., Workplace, Service Desk, Server, Storage, Cloud Operations, Network, Security, SIAM (Service Integration and Management). For each one, record the unit pricing. Cost per device, cost per user, cost per ticket. Without this, any external comparison is matching your actual costs against someone else’s estimates.

Days 31 to 60: Find out what the market actually charges

Your finance and procurement teams almost certainly do not have live pricing data across multiple service towers and geographies. Your MSP does. That gap only closes one way.

I’ve seen buyers spend the full 90 days polishing the internal audit and never get to this step. That’s a mistake too. The audit tells you what you’re paying. It doesn’t tell you what you should be paying.

An independent benchmarking advisor like IDC, who works across many similar engagements, has that data. The benchmark needs to be honest and accurate, using peer contract pricing from contracts signed in the last 12-18 months. A large multinational contract prices differently from a regional one, even for identical services. Scale, geography, scope, and contract length all matter. Any comparison that skips those variables is not a benchmark. You have a guess dressed up as one.

Where is AI showing up in the price? Most buyers have not asked. Across Service Desk, incident monitoring, and routine infrastructure management, it is driving down MSP delivery costs. The service desk is almost always the most negotiable tower, and it is also where AI has the greatest impact on delivery costs. Your MSP is not likely to point that overlap out to you.

Days 61 to 90: Build the case

Not every finding is worth pursuing. Focus on the towers where your price is furthest above market and your spend is highest. A 20% gap on a small tower matters far less than a 10% gap on your largest.

Evidence moves suppliers. A vague ask for a better rate does not.

A concise summary of where your pricing sits against the market, supported by independent benchmarking data, opens a different kind of conversation. And while you have that conversation, push on contract structure too.

When AI agents handle the delivery, pricing per input, per ticket, or per device starts to misrepresent both the cost and the value of what you are buying. Outcome-based models price on what the service actually delivers: resolution rates, uptime, incident reduction. Renewal is the right time to push for this on at least one or two towers. But define the outcomes carefully. A poorly written outcome-based clause can end up working in the MSP’s favor just as easily as yours.

Your MSP arrived ready. Did you?

Your MSP has a position, prepared in advance, supported by data, and reviewed by their account team. Most buyers arrive with goodwill and a vague expectation that a long-standing relationship will deliver a fair price, but it often does not. The clients that consistently walk away with fair contracts have two things most buyers don’t: an independent market price benchmark, and a consumption audit that’s actually current. Everything else in this article, the AI economics, the outcome-based pricing, the tower-by-tower comparison, only works once those two are in place.

Ninety days is not a strategy. It is the minimum. Start before your MSP has already decided what you are going to pay.

Tom Collins - Senior Consultant, Global IT Sourcing & Benchmarking Practice - IDC

Tom Collins is a Senior Consultant in IDC's Global IT Sourcing and Benchmarking practice, advising organizations on IT cost management, sourcing strategy, and technology procurement.

生成AIへの投資は、国内市場でも急速に広がっています。IDCの「Worldwide AI and Generative AI Spending Guide 2026V1(2026年2月発行)」によれば、国内の生成AI市場は2025年の約4,745億円から2029年には約3兆2,739億円へと、4年間で約6.9倍、年平均(CAGR)約62%のペースで急拡大する見通しです。そして生成AIが成熟するにつれて、その使われ方も変わっていきます。汎用的なチャット用途にとどまらず、業務の一つひとつの場面に合わせて個別に最適化され、現場に溶け込む形で活用されるようになります。

用途が広がるなかで、生成AIをパブリッククラウドではなく、自社が管理する環境で動かす——いわゆる「プライベートAI」で運用するケースも増加し、生成AIの市場においても無視できない領域となることが強く見込まれます。

なぜプライベートAIなのか? 企業が「コントロール」を選ぶ5つの理由

というのも、プライベートAIには、パブリッククラウド上の生成AIにはない強みがあるからです。すなわち、

  • 機密性:競争力の源泉であるデータを社外に出さずに済むこと
  • データソブリン:データの所在地が自社の管理下にあるためコンプライアンス対応が容易であること
  • カスタマイズ性:自社のデータに深く最適化できること
  • 規制適合性:AIの運用が業種ごとの規制に対応しやすいこと
  • コストコントロール:運用量やトークン量の爆発的増大によって懸念されるコストを自らコントロールしやすいこと

などが挙げられます。本稿では、この「プライベートAI」がなぜいま注目されるのかをIDCのデータを基に解説し、そして国内市場にどのような機会を生むのかを紐解いていきます。

ユーザーのIT支出が向かう先:産業・ユースケース別市場機会

IDCは、生成AIによる価値創出が、汎用的なアシスタント用途から、各業界固有のデータDNAに深く根差した業界特化型ユースケースへとシフトしていくと見ています。共通するテーマは、単なる補助にとどまらず自律的に行動するAIエージェントが、業界固有のデータと密接に統合されることで、単純な効率化を大きく超える価値を生み出すという点です。そこで、産業別のユースケースの今後について展望してみましょう。

製造業:設計図が経営リスクになるとき

製造業は、設計図・製造プロセス・規制対応情報といった膨大な非構造化データの宝庫です。たとえば、3D設計から部品表作成、サプライヤー交渉、発注までを複数のAIエージェントが連携実行する「設計・調達の自律ワークフロー」は3D設計、部品表(BOM)作成、サプライヤーとの交渉、発注を連鎖的に処理することで、リードタイムの劇的な短縮につながります。さらに、競争力の源泉である設計データは、社外のネットワークに乗せること自体がリスクとなり得ます。また、生産工程で得られる各種データも、内容によってはレイテンシの観点からは遠くのAIデータセンターでの処理では間に合わないケースが多く存在し、この点だけでもパブリッククラウドについてマイナスの評価を下さざるを得ない理由となります。

金融・保険:ハルシネーションが許されない領域

金融・保険は、業務の性格上正確性が絶対条件として要求されるうえ、厳格な規制下で正確性が問われるにもかかわらず、汎用AIではハルシネーション等の懸念が払拭しきれない領域です。実際、取引・市場・ニュースを並列監視する複数のエージェント群がリスクを即時に遮断するリアルタイム不正検知、AI投資顧問エージェントによる資産運用の高度化など、ユースケースは多岐にわたります。これらはいずれも「最も外に出せないリアルタイムの取引データ」を扱うものであり、プライベートAIの必然性が高い領域です。監視システムでは高い即応性が求められることや、機微な情報を保護するケースも多いのが特徴です。

医療:あらゆる中で最も機微なデータ

医療・ヘルスケアでは、症状・既往歴を対話形式で収集し、診療科の振り分けと緊急度の判定を自律実行するトリアージエージェント、ウェアラブルデバイス・遺伝子・生活習慣データから個別の医療プランを継続的に生成するパーソナル予防医療などが期待されます。いずれも患者の診療情報や遺伝子情報という極めて機微なデータを扱ううえ、医療情報の取り扱いに関する規制も厳格であることから、データを自社の管理下で完結させられるプライベートAIとの親和性は際立って高いと言えます。

政府・公共機関:義務としての主権

官公庁・パブリックセクターでは、行政文書や規定・ガイドラインをRAGで検索・応答させ、業務効率化と住民対応力の強化を狙う動きが目立ちます。『IDC FutureScape: Worldwide Security and Trust 2026 Predictions — Japan Implications』(IDC #JPJ53026425、2025年12月)での2029年までに政府の3分の1がソブリンAIを求めるという予測とも重なり、国内完結を前提とした案件が積み上がっていくものとみられます。また、市場規模は限定的であるものの、データの秘匿性や実運用時のネットワークからの独立性が最高レベルで求められる防衛領域においても、プライベートAIのユースケース拡大が見込まれます。

その他:あらゆる分野で高まるプライベートAIのユースケース

このほか、以下の業種などでもプライベートAIのユースケースが広がると考えられます。すなわち、

  • 物流・輸送:リアルタイムの交通・荷量・天候を統合した配車エージェントによる完全自律ルート最適化や、需要・コスト・人口動態を自律分析して新たな配送モデルを編成するラストワンマイル新サービス
  • 小売・EC:購買体験のパーソナライズや需要予測と連動した自動発注、価格・プロモーション戦略の自律最適化
  • 教育:AIチューターによる個別学習設計や採点・フィードバックの自動化など

などが挙げられ、いずれも産業特化型のユースケースとして立ち上がりつつあります。

これらは扱うデータの機微性・要求される保護レベルに応じてパブリックとの使い分けが進むと見られますが、企業固有のデータを競争力の源泉とする度合いが高まるほど、プライベートAIを選ぶ合理性も増していきます。

いずれにも共通するのは、これらの分野・ユースケースがIDCの言う「産業ユースケース」、すなわち産業の特性に由来する独自データと深く結び付いているという点です。汎用的な生産性向上タスクならパブリックで十分であるとしても、上記のように産業分野それぞれに最適化されたAIが日常業務の現場に展開されてゆく状況にあっては、自社データの利活用が今後のAI導入の決定的要因となると言っても過言ではないでしょう。そして、これは企業・組織が扱うデータについて主体的な権利と行動をとることの上に成立します。このデータへの主体的権利と行動はデータソブリンの確立と言い換えることができます。だからこそ、データソブリンに基づいて行動することが、AIをより業務に即した場面に導入し、成功と成長を実現するための必要条件となってくるのです。

データ主権は単なるコンプライアンスではなく、それ自体が需要を生み出す

そして、このデータソブリンの領域については、具体的業務へのAIの導入という観点から捉えなおすと、国内でのビジネスに強みと豊富な経験を持ち、素早い対応が可能なベンダーに市場機会が期待されることが展望できるでしょう。というのも、データソブリンを要請する理由は業務上の必然性はもちろんのこと、IT主権・運用主権・規制対応・地政学リスクといった、個別のビジネスとは別の力学で動く要素にも由来しており、この点については国内での顧客との長きにわたる関係が経験知として蓄積されていることが大きな意味を持つからです。

そして、IDCでは、2027年までに日本のトップ1000企業の60%がAI主権の確保を追求し、非パブリックのホスティング、オープン技術、地域パートナーを組み合わせると予測しています。『2026年 国内AIテクノロジー利用動向調査』(IDC #JPJ53497126、2026年4月)でも、(データソブリンに立脚する)ソブリンAIを重要課題/検討課題とする企業においては、最大の関心事は「データ所有権の担保」であることが分かっています。また、前述の通り、2029年までに政府の3分の1が機密分野でソブリンAIを求めるとも見ています。このようなことから、ソブリンAIを前提とし、国内完結が要件になる業種・ユースケースという観点からも、業種ごとの知識や規制動向に関して現場に由来する知識とノウハウを多く有する、すなわち国内市場に強みを持つベンダーに市場機会があると言えます。

自社の強みを認識した上でのスコープ設定を

その意味では、自社の強みと弱みを整理し、強みの分野で収益性を高める判断も必要です。しかしながら、不都合な現実から目を背けるわけにはいきません。生成AIのモデルそのものの開発力あるいは性能やGPUの調達力では、現在世界で高いシェアを有しているハイパースケーラーやプラットフォーマーとの正面からの競争は、「規模の戦い」に陥るため、好ましい結果をもたらすとは言えないでしょう。

だからこそ、戦い方を変え、オープンウェイトモデルを土台に据えることも視野に入れ、日本語処理という自国の強みを乗せ、パートナーと共にデータソブリンが最大の価値を発揮する領域を固めることが求められます。また、RAGの構築、日本語特化モデルの実装、国内のビジネスに即したガバナンスやオブザーバビリティの運用、液冷対応のマネージドサービス——これらはいずれも、プライベートAIならではの市場機会であり、ユーザーの個別の現実に沿った価値提供が可能な領域であると言えるでしょう。

当然ながら、ハイパースケーラーやOEMのエコシステムに乗るほど、ベンダーロックインのリスクも高まるという事実=落とし穴もあります。自らの強みを認識して、どのレイヤーを自社で握り、どこは割り切って組むのか。その線引きの巧拙が、そのまま競争優位に直結し、勝者とその他のグループを分ける分岐点となることは言うまでもないでしょう。

規模のパブリッククラウド、鋭さのプライベートAI

プライベートAIは確かに魅力的な市場です。ただし、それは広大なAI市場の一部でしかないことを意識する必要があり、この市場の成長性とユースケースの拡大のみを見ていると理解を誤りかねません。すなわち、当面の間はパブリックAIが主流であることをわすれてはならないのです。

ここで、生成AI市場の支出が実際にどこで発生しているのか、IDCのWorldwide AI and Generative AI Spending Guideに基づき、その構図を整理しておきましょう。

国内の生成AI支出について、ソフトウェア関連の支出をデプロイ先で分けると、プライベートAIのインフラとして重要なオンプレミス(専有環境を含む)が占める比率は2024年でおよそ27%、残りの約73%はパブリッククラウドです。しかも予測期間の終盤(2029年)に向けて、オンプレミスの比率はむしろ22%へと微減し、パブリッククラウドは78%まで高まります。

もちろん、シェアがすべてではありませんし、オンプレミスの伸びが鈍いわけではありません。推定支出額自体は5年で約27倍という猛烈な成長です。これは成熟化が進むIT市場の中でも桁外れの成長性を持つ分野です。言い換えれば、プライベートAIはパブリッククラウドを追い抜く必要はなく、この成長率で複利的に拡大を続けさえすれば、それ自体で非常に大きく、収益性の期待できる市場となることが見込まれるのです。そして、この高成長を後押しする要因――ソブリンAIの必須要件化、データ所有権要件、規制圧力――は、循環的でも選択的でもなく、構造的なものである。だからこそ、プライベートAIはベンダーがそのシェアのゆえに退けるべきではない重要なセグメントであると言えます

追い風の中、逆風を理解してこその戦略

AIユースケースの適用範囲が拡大し、それに加えて政府や規制産業全体でソブリンAIの必須要件が進みつつあることが、プライベートAIを本格的な規模の市場へと押し上げる真の原動力となっています。そして、この追い風は強く、かつ構造的なものでもあります。しかし同時に、逆風も直視しておく必要もあります。『IDC FutureScape: Worldwide AI-Fueled Business Strategies 2026 Predictions — Japan Implications』(IDC #JPJ53025425、2025年12月)では、2028年までに国内多国籍企業の70%が地域ごとにAIスタックを分割し、統合コストが3倍に膨らむと予測しています。また、メモリの国際的な需給逼迫や、AI対応データセンターのキャパシティ不足も足かせになります。

では、この機会を掴むベンダーと掴めないベンダーを分けるものは何か。それは、次の4つの要素が揃っているかどうかであると考えられます。すなわち、

  • 実戦で鍛えられたソブリンAIの専門知識と運用ノウハウ
  • 包括的なポートフォリオ
  • 新たなパートナーエコシステム
  • AIをパイロットから本番運用へと導く、実効性のある本番実装を支える変革支援力

この4つをプライベートAIの市場で兼ね備えたベンダーが、次の成長局面でも成長の果実を手にすることができるでしょう。

これまで見てきたように、プライベートAIの市場では、国内市場に強みを持つベンダーが確信を持って次の一手を打てる立場にあります。残るは、市場全体を展望したうえでどれだけ速く動けるか。特に技術の進化が速いAIの領域において、勝負を決する最大の要素の一つは、この速度であることも忘れてはならないでしょう。

関連する調査やご相談について

より詳細なインサイトや市場動向については、当社アナリストへお気軽にご相談ください。

出典(すべてIDC)

  • 『2026年 国内AIテクノロジー利用動向調査』(IDC #JPJ53497126、2026年4月)
  • 『2026年 国内AIインフラおよびAI向けITインフラサービス市場動向分析:推論が主導する競争軸の転換』(IDC #JPJ54233926、2026年3月)
  • 『2025年 国内クラウド市場 テクノロジー動向分析:エージェンティックAI時代のテクノロジースタック』(IDC #JPJ53018625、2025年10月)
  • 『IDC FutureScape: Worldwide AI and Automation 2026 Predictions — Japan Implications』(IDC #JPJ53019825、2025年12月)
  • 『IDC FutureScape: Worldwide AI-Fueled Business Strategies 2026 Predictions — Japan Implications』(IDC #JPJ53025425、2025年12月)
  • 『IDC FutureScape: Worldwide Security and Trust 2026 Predictions — Japan Implications』(IDC #JPJ53026425、2025年12月)
  • 『2025年 国内ユーザー企業調査:産業分野別デジタルビジネス展開動向と課題』(IDC #JPJ53025825、2025年7月)
  • 『2025年 国内金融IT市場動向調査:「モダナイゼーション」後の金融IT市場の展望』(IDC #JPJ53860825、2025年12月)
  • 『国内AI市場予測、2026年~2030年』(IDC #JPJ53498426、2026年6月)

参考データ(IDC)

  • Worldwide AI and Generative AI Spending Guide(IDC #IDC_P33198)
  • Worldwide Quarterly AI Infrastructure Tracker(IDC #IDC_P37251)

菅原 啓 (Akira Sugawara) - Research Manager, AI and Automation - IDC Japan

一貫してテック系リサーチ業界を歩み、20年以上にわたり技術動向からブランド分析まで幅広い領域をカバー。実務と調査の両面に基づく知見を強みとする。 2016年から2021年までIDC Japanに在籍し、スマートフォンやAR/VRなどのクライアントデバイス分野を担当。業界内におけるIDCのプレゼンス向上に貢献するとともに、新聞や雑誌など外部メディアへ市場データを提供。2021年から2025年にかけては日系大手ITベンダーにてマーケットインテリジェンス業務を主導し、AIや量子コンピューティングといった先進分野を中心に、ITサービス市場データの整備、新規プロダクトの市場性予測、競争・市場分析を行った。 2025年からは再びIDC JapanにてAI(生成AIを含む)および関連技術、およびそれらを活用したソリューションの市場動向を、ベンダーとユーザー双方の視点から分析を担当している。 【専門の分野/テーマ】 AI全般 ITサービス DX